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Building the Optimal Inquiry Response Strategy

Maximizing contact and conversion rates by calling consumer inquiries at the right times.

By Leads360

EXECUTIVE SUMMARY
Recently, Leads360 published a series of studies to empower consumer-facing organizations to convert more inquiries. The
two major takeaways to date are: (1) calling new inquiries quickly is one of the biggest drivers of lead conversion, and (2)
calling inquiries 6 times is the best way to achieve nearly maximum conversion rates, without overtaxing stats. This new
study builds upon the previous research by adding a new dimension: conversion rates can be further increased by properly
timing contact attempts.

BACKGROUND
Until now, little data has been available about the optimal time one should wait between each call attempt. This has led to suboptimal consumer response strategies where inquiries are contacted haphazardly.

Contacting inquiries too slowly, too frequently, or not frequently enough, all result in poor lead conversion
rates. The data below represents the findings of this study, which is based on over 20 million consumer inquiries
handled by Leads360 clients.

 

Read the full 2 page PDF article here - password is leads360 >>

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About the Author

Keith Burwell is the Vice President of Sales and Business Development for Kaleidico, a software firm providing solutions for online lead management, delivery and analytics. Products include: icoSales, a sales management solution and icoMatch, a lead distribution platform.

Prior to working at Kaleidico, Keith was the National Director of Operations for Online Home Equity at Quicken Loans. Previously, he had worked as a Management Consultant, partnering to provide solutions for such top companies as Key Bank, Boeing, M&M/Mars, Bosch, Foster Wheeler and many others.

Keith has also led various teams and groups for Fortune 500 industry leaders such as Graybar, Yellow Freight, and Aramark. In addition, he currently holds an active seat on the Sales Lead Management Association's Advisory Board.

Keith's vast industry experience has given him critical insight into successful performance, thoughtful leadership, and compelling business strategies that continue to drive production. He has been a moderator at various conferences, workshops, and seminars and has frequently been a Performance Coach in countless meetings with hundreds of attendees to develop and build best practices.

Keith holds a Bachelor's degree in Economics from The Virginia Military Institute. He earned his Master's in Business Administration from Liberty University. Inquiries into scheduling engagements can be made at [email protected].

Kaleidico Lead Management Software
http://kaleidico.com
866.667.5253

Lead Organizing is NOT
Lead Managing
Download this article
(pdf file)

Visit Kaleidico's Web site

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